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Case Studies

Case Studies

What we have achieved with our clients.

The best way to tell the story of VISION is to describe what we've achieved with our clients and how.

Along our journey we have been fortunate to work with companies such as IBM, Cemex, General Motors, Lloyds TSB, Citi, Scottish & Southern Energy (SSE), RSA, Telefonica, Warner Music and many others.

We pride ourselves on delivering major operational and financial benefits - fast. Here is a summary of some of our results.

We have assisted:

  • One of the UK's fastest growing utility companies to grow its customer base from 2.5m to 5m customers.
  • A major financial institution arrest a 9-year run of falling revenues to 30% growth in 12 months. 
  • One of the largest UK banks develop a mortgage service line that moved from under a 1% market share to a 10% share in 18 months. 
  • A major international mobile telecommunications company to realign its management and culture to meet  the challenges of rapid revenue growth and geographical expansion.
  • A leading North American cement manufacturer to transform into a global industry leader.  
  • One of the world's leading ATM manufacturing and servicing companies to  raise their Net Promoter Score from 6% to 66%.
  • A leading German engineering company to earn the highest profit margins in their industry.

At VISION we like to tell our stories so please contact us, and we will share with you how we have worked alongside our clients to achieve such transformational results.

 

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VISION: Case Studies: Customer Service

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Digicel
Esat BT
Parc
Telefonica

Cutting waste while increasing productivity

For Telefónica CTC, the reduction in the scale of its inventories is just one benefit it can credit to the collaborative work it undertook with a team of senior consultants who now work for VISION. Chile's largest telecommunications company, Telefónica used to have inventories that numbered 120 million items, valued at US$90 million. After a few months there were just seven million items valued at a mere US$7.5 million. As a result, warehouse space was reduced from 150,000 square metres to 8,500 square metres.

telefonica_stat3.jpg

"Before the consultants came on board, Telefónica thought of stock as an asset." says Leonardo Diaz, Telefónica's organisation and process manager. "Now it sees it as a liability. A mind shift was created in this organisation and that led to radical savings."

"Our consultants are having an immense impact on the results of this company."
Leonardo Diaz, Process Manager, Telefonica CTC

Diaz is a man with a mission - to remove waste and increase productivity within the company. With 7,500 employees, Telefónica CTC provides wireless communications, public telephony, Internet access, data transmission, contact centres and telemarketing services.

The consultants have been "immensely successful" in bringing about improved processes within the logistics and call centre departments of Telefónica.

Telefónica reviewed possible advisers and selected VISION as possessing a level of business process knowledge Telefónica found unmatched. Telefónica was under no illusions. Telecom companies are notoriously difficult to coordinate internally, but Telefónica felt our team would ably address the key issues.

The differentiator

Diaz believes our critical difference is the way that our consultants design solutions, and then partner with them to implement the new designs. "They help change people's interpretation of what they are doing in a positive way" he says.

The consultants were asked to substantially reduce the number of Telefónica warehouses and replace them with virtual warehouses.

Diaz recalls, "Regardless of the amount of cable we stocked we were unable to fulfil our promises to clients. They created a process, using Internet technologies, to link us to our suppliers, reducing the amount of cable required in our warehouses to the point where now we don't stock any cable at all; our suppliers stock for us."

Telefónica's logistics department used to employ some 410 people, including 60 contractors. The consultants recommended that staffing be reduced to 38 staff and 40 contractors. The department now operates 50% more efficiently after annual savings of US$3.5 million in salaries alone.

"Culture of impeccability"

Telefónica also asked the consultants to help build a shared interpretation of precisely defined goals in all its business centres, and to help install a "culture of impeccability" in its relationships with customers.

In Telefónica's call centre operations, the team set about improving customer relationships by changing the existing interpretation of 'attending customers technical needs' to 'creating value propositions for customers.' The change was supported and implemented on top of improved call centre technology.

A combined team trained 5,476 employees and 372 department heads in 171 leadership and customer satisfaction workshops. Additionally, a team of 48 "mobilisers" were trained to establish and maintain new practices in 38 business centres.

The marked improvement in relationships with customers was real: the number of complaints received went down by 50%.

Client satisfaction

"With our consultants we are doing a very good job. Who says so? Our customers!"
Leonardo Diaz, Organisation and Process Manager, Telefonica CTC

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West Lothian Council
Blackrock Clinic
Bewleys Customer Service

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